Key Account & Commercial Manager

Job Description

What We’re Looking For

This is a hybrid commercial role combining strategic key account management with commercial operations, analytics, forecasting, and business infrastructure development. Core of the role focuses on managing and developing key commercial relationships across export and domestic accounts, supportive activities focus on commercial operations, reporting, CRM systems, forecasting, and performance optimization.

• Experience in key account management, commercial management, sales operations, or commercial operations
• Experience in FMCG, beverage, alcohol, consumer goods, or international distribution businesses
• Strong commercial ownership mindset combined with analytical thinking
• Experience managing distributor relationships and strategic commercial accounts
• Good understanding of CRM systems, reporting, and sales process management
• Experience building and analyzing dashboards, KPIs, forecasting models, and reporting systems
• Strong organizational and project management skills
• Ability to combine strategic thinking with hands-on execution
• Comfortable working in a fast-growing and international environment
• Excellent communication and relationship management skills

Main Responsibilities

Key Account & Distributor Management

• Manage and develop relationships with key distributors and strategic customers across
• export markets
• Own commercial communication, follow-ups, and long-term account development
• Execute annual planning, negotiations, and commercial agreements with key partners
• Monitor distributor performance, sales execution, and growth opportunities
• Identify opportunities to improve account performance, distribution depth, and retail
• visibility
• Coordinate account development initiatives together with marketing and management

Domestic Retail & Category Development

• Own Punch Club’s commercial performance across Estonian retail chains
• Develop and execute domestic retail growth plans together with key retail partners
• Analyze sell-through, assortment efficiency, promotional campaigns, and shelf visibility
• Lead discussions and follow-ups with retail partners regarding assortment,
• campaigns, and placement opportunities
• Identify opportunities for improved distribution, placement, and retail partnerships
• Coordinate and execute retail promotional activities and commercial initiatives

Commercial Operations & Sales Infrastructure

• Improve the sales cycle operating structure across markets and distributors
• Coordinate sales meetings, pipeline reviews, and commercial followups
• Ensure CRM discipline and data quality across the sales team
• Build scalable commercial processes to support international growth

Sales Analytics & Performance Management

• Analyze distributor, customer, and market performance across all export markets
• Create dashboards, KPI frameworks, and reporting systems supporting decision-making
• Track ROI of campaigns, sales activities, and commercial initiatives
• Monitor forecasts, pipeline development, conversion metrics, and commercial efficiency
• Translate commercial data into actionable business recommendations

Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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